Endless Customers What Sales Metrics Should My Team Track?
Mar 19, 2025
Join Tom DiScipio, Managing Partner and Client Advisor at IMPACT, as he delves into the crucial sales metrics that truly matter. He explains why traditional quotas are lagging indicators and emphasizes the importance of leading metrics for proactive success. Discover how to identify well-qualified leads, the value of role-playing in skill enhancement, and why aligning with modern buyers is vital. Tom shares insights on focusing on meaningful performance metrics to transform sales outcomes and foster sustainable growth.
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Quota Is a Lagging Indicator
- Sales quota is a lagging indicator, showing results after they happen.
- Focusing solely on quota ignores important metrics that actually drive sales success.
Track Metrics by Sales Stages
- Align your sales metrics tightly with your defined sales process stages.
- Don't track dozens; focus on a few key metrics that truly impact your process.
Pick Essential Sales Metrics
- Choose 6 to 8 essential metrics to monitor sales performance effectively.
- Focus on metrics that help clearly understand and influence sales outcomes.
